Senior Business Development Manager

Responsibilities

• Identify, prioritise and develop new business opportunities across Defence, Security, Resilience, Public Sector and Critical Infrastructure domains in the UK and Ireland market.
• Build and manage a qualified pipeline from first principles, aligned with Indra Mind’s positioning, target use cases and commercial priorities.
• Engage and develop relationships with senior stakeholders across government, defence organisations, security agencies, critical infrastructure operators and industry partners.
• Structure and rigorously qualify opportunities, including stakeholder mapping, use‑case definition, budget identification, procurement route, decision‑making process and delivery feasibility.
• Drive opportunities from initial engagement and opportunity shaping through to proposal development, internal alignment, commercial follow‑up and closure or handover.
• Contribute to RFI, RFP and tender processes, working closely with bid, technical, product and commercial teams.
• Translate Indra Mind capabilities into clear, operational use cases relevant to UK and Ireland priorities, including situational awareness, decision support, resilience, multi‑agency operations, infrastructure protection and operational intelligence.
• Build strategic partnerships and alliances with relevant ecosystem players, including primes, SMEs, technology partners and institutional stakeholders.
• Coordinate internally with Indra’s business units predominantly Group UK and Ireland team & UK Defence team, as well as Indra Mind Europe, including product, engineering, delivery, bid and commercial functions.
• Contribute to the UK and Ireland go‑to‑market approach, including sector prioritisation, stakeholder targeting, procurement routes and priority opportunity identification.

Requirements

• Senior‑level business development experience in complex environments, with evidence of personally originating and progressing new business opportunities.
• Proven ability to open new accounts and build pipeline from scratch, particularly where solutions must be shaped alongside the customer.
• Track record in, or selling into, Defence, Security, Resilience, Government or Critical Infrastructure sectors, with credibility at operational and institutional levels.
• Experience engaging with public sector organisations, national security stakeholders, defence organisations or regulated infrastructure operators, including an understanding of governance, funding, procurement and decision‑making structures.
• Direct exposure to long, structured business development cycles, including RFI, RFP or tender processes and multi‑stakeholder decision‑making.
• Experience positioning or selling complex technology‑led solutions, such as AI/data platforms, data integration systems, operational systems, command and control, situational awareness platforms or digital transformation programmes.
• Strong technical awareness, with the ability to discuss AI, data integration, systems integration, operational intelligence, situational awareness and decision support without needing to be a technical specialist.
• Ability to operate independently in the early lifecycle of opportunities and customer relationships, generating momentum with limited local structure.
• Strong commercial discipline, including the ability to qualify opportunities rigorously, prioritise effectively and align internal resources where they can create real commercial impact.
• Confidence translating complex capabilities into clear operational and commercial value for senior stakeholders.
• Willingness and ability to travel across the UK, Ireland and wider Europe for client meetings, partner engagement, internal coordination, industry events and opportunity development.
• Excellent written and spoken English. Spanish language skills would be advantageous.
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